Whether you win or lose business, the reason is the same: It’s all about the energy you bring to the table. My Coaching Tip this week is about how to talk to clients about today’s market changes and still be upbeat about their prospects.
You can discuss market conditions in creative ways. Start by asking questions about what the customer is seeing in the media and how they feel about current market conditions. As their agent you can help them make their best transaction by maintaining positive energy and putting the conditions of the day in perspective for them.
Some agents don’t want to call people because prices they may have quoted them last year are different from today’s, and most likely the value is less than it was when you did their property appraisal. Still, most people who buy from you will make money over the long term.
Managing your energy so that you stay positive about today’s conditions even as the major markets continue to decline is so important. Some markets are actually entering a recovery stage, but understand that what we’re experiencing now is likely to continue over the next few years.
Your job is to realise that there’s never been a better time to get into the market than right now. It’s a great time for buyers when you look at market changes that will happen over the longer term. For sellers the reality is that the market price is not going upward any time soon, so it’s a good idea to do the transaction today.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.